Corporate / Group Training

Negotiating for Results (Corporate)

2 days
Next course start
Contact provider for more information. See details
2 days
Next course start
Contact provider for more information. See details
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Course description

People who can master the art of negotiation find they can save time, save money, develop a higher degree of satisfaction with outcomes at home and at work, and earn greater respect in the workplace.

Upcoming start dates

1 start date available

Contact provider for more information.

  • On-site
  • North America

Who should attend?

Senior management and operational managers. Department heads, team leaders, directors, sales and marketing team members.

Training content

What is Negotiation?
To begin, participants will explore the different types of negotiation (including positional bargaining) and learn the phases of negotiation.

The Successful Negotiator
Participants will explore key attributes of a successful negotiator.

Preparing for Negotiation
During this module, participants will learn the elements of preparing for negotiation and will identify fears and hot buttons. Participants will also learn how to uncover their own and their opponent’s issues.

The Nuts and Bolts
This module will give participants some tips on preparing their documentation and choosing a place for the negotiation.

Making the Right Impression
Participants will learn the importance of self-presentation during the negotiation, including small talk, attire, first impressions, and body language.

Getting off to a Good Start
During this module, participants will explore how to establish common ground and how to use ground rules.

Exchanging Information
This module will look at how to exchange information, and what to do if the negotiation gets off to a bad start.

The Bargaining Stage
Participants will learn six techniques for negotiating success and they will have an opportunity to practice and observe these techniques through a role play.

Inventing Options for Mutual Gain
Participants will learn about the four obstacles to mutual gain, and how to turn them into negotiation advantages.

Getting Past No and Getting to Yes
This module will look at ways to break the impasse and get past “no”.

Dealing with Negative Emotions
Participants will explore some ways to deal with negative reactions during a negotiation.

Moving from Bargaining to Closing
During this module participants will learn how to tell when it’s time to move from the bargaining phase to the negotiation phase.

The Closing Stage
This module will discuss ways to build win-win solutions, achieve a sustainable agreement, and reach consensus.

Workshop Wrap-Up
At the end of the day, students will have an opportunity to ask questions and fill out an action plan.

Course delivery details

  • The benefits of good negotiation skills.
  • The importance of preparing for the negotiation process, regardless of the circumstances.
  • Various negotiation styles and their advantages and disadvantages.
  • Strategies for dealing with tough or unfair tactics.
  • How to develop alternatives and recognize options.
  • Basic negotiation principles.

Why choose BBLN?

In operation for over 20 years, Building Blocks takes a consultative approach to customer engagement to deeply asses the needs. We offer a variety of options for consideration.

All of our instructors have a minimum of 20 years of teaching experience using adult learning theory.

We can proudly say that our customers routinely say we exceeded their expectations and in doing so, we offer many benefits that are included in the service and pricing.

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Building Blocks Learning Network
170 Laurier Ave. West, Suite 700
K1P 5V5 Ottawa Ontario

Building Blocks Learning Network

Building Blocks Learning Network (Building Blocks) is a training company with over 20 years of experience in Adult Education. Our specific expertise includes professional development in the areas of Executive Leadership, Management and Leadership, Coaching, Policy Development, How Government Works,...

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